Account Executive

SaaS Enterprise Account Executive

Position Description

The Enterprise Account Executive is responsible for generating new Annual Recurring Revenue (ARR) by managing the full enterprise sales cycle for LSPedia's SaaS solutions. This role develops and closes strategic opportunities with pharmaceutical manufacturers, wholesale distributors, 3PLs, and other healthcare supply chain organizations. The ideal candidate is a consultative enterprise sales professional who excels at navigating complex buying processes, building executive relationships, and consistently achieving revenue goals while collaborating across the organization.

Success Metrics

Success in this role is measured by the ability to:

• Consistently achieve or exceed assigned sales quotas.
• Build and maintain a predictable, qualified sales pipeline.
• Deliver accurate revenue forecasts.
• Execute disciplined opportunity management using the company's sales methodology.
• Maintain exceptional CRM hygiene and documentation.
• Develop executive-level customer relationships.
• Demonstrate strong business acumen and consultative selling skills.
• Represent LSPedia professionally with customers, partners, and industry organizations.

Primary Responsibilities

Revenue Generation

• Achieve and exceed assigned annual and quarterly revenue objectives.
• Develop and execute strategic territory and account plans to maximize market opportunity.
• Build and maintain a healthy pipeline through prospecting, referrals, partner relationships, marketing-generated leads, and outbound business development.
• Manage the complete enterprise sales cycle from initial discovery through contract execution.
• Negotiate commercial agreements while maintaining pricing integrity and profitability.
• Accurately forecast opportunities and maintain predictable sales performance.

Enterprise Sales Leadership

• Lead consultative sales engagements from discovery through contract execution.
• Build executive relationships with business and technical decision makers.
• Develop solution strategies with Sales Engineering and Product teams.
• Deliver presentations, demonstrations, proposals, and business cases.
• Navigate complex procurement, legal, and contracting processes.
• Identify expansion opportunities and support long-term customer growth.

Territory Planning & Business Development

• Develop strategic territory and account plans.
• Build qualified pipeline through prospecting, partners, referrals, and marketing programs.
• Prioritize opportunities using ICP criteria.
• Represent LSPedia at customer meetings and industry events.

Cross-Functional Collaboration

• Partner with Sales Engineering, Marketing, Product Management, Customer Success, and Professional Services.
• Share market intelligence and competitive insights.
• Participate in forecasting, pipeline reviews, and sales planning.
• Contribute to a culture of accountability, collaboration, and continuous improvement.

Required Qualifications

Experience selling pharmaceutical supply chain, DSCSA, serialization, healthcare SaaS, regulatory, or workflow automation solutions is strongly preferred.

• Bachelor's degree preferred.
• 5+ years of enterprise B2B SaaS sales experience.
• Proven success selling complex software solutions with multiple stakeholders.
• Consistent track record of quota attainment.
• Excellent executive communication, presentation, and negotiation skills.
• Strong business acumen with the ability to communicate ROI and business value.
• Experience in pharmaceutical, healthcare, life sciences, supply chain, or other regulated industries.
• Proficiency with CRM platforms (HubSpot), Microsoft 365, and virtual selling technologies.
• Ability to travel as needed (approximately 25-40%).

Key Competencies

• Consultative Selling
• Strategic Account Management
• Business Development
• Executive Presence
• Negotiation
• Forecast Management
• Cross-Functional Collaboration

Success Metrics

Performance will be measured using a balanced scorecard that includes:

• Annual Recurring Revenue (ARR)
• New Customer Acquisition
• Qualified Pipeline Growth
• Forecast Accuracy
• Win Rate
• CRM Discipline & Data Quality